Commercial Lending

POSITION SUMMARY:

Solicits, develops, and manages credit relations with individuals and businesses seeking a variety of secured and unsecured loans, including commercial, real estate, and construction. Oversees and manages commercial loan portfolio. Portfolio consists of the commercial loan accounts; makes decisions within prescribed guidelines. Refers more complex loans to Chief Lending Officer. Responsible for the overall profitability and quality of loan portfolio. Operates within established lending authority and guidelines; provides optimum profitability balanced with acceptable risk. Ensures adherence to established bank loan procedures, practices, and reporting requirements. Responsible for sales development and referral activities including sales training and activities. Creates a teamwork environment to ensure that quality service is provided, and sales/business development goals are met. Conducts relationships and activities consistent with established Bank policies, procedures and systems, the corporate code of conduct, Bank Secrecy Act and all applicable State and Federal laws and regulations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Interview loan applicants to develop information concerning their businesses, needs, desire, abilities, and earnings to determine whether a loan may be an acceptable risk.
• Evaluate the financial condition of the client, the value of pledged collateral, and the client’s management effectiveness and competency. Make decision on loans and terms if within own lending limits. Refer loans over loan authority to Chief Lending Officer or Loan Committee. Ensure optimum profitability balanced with acceptable risk.
• Monitor quality of existing accounts by verifying that assigned accounts conform to contract and policy limits.
• Ensure that necessary documentation is completed and request additional data as needed. Recognize unfavorable trends and recommend corrective action. Confer with Chief Lending Officer on difficult or sensitive issues.
• Coordinate loan activities with appropriate departments.
• Responsible for the attainment of loan objectives to include origination, outstanding, delinquency, charge-off, fee income, interest income, and return on assets.
• Make referrals to other business units for traditional and non-traditional banking products and services.

• Under the direction of Chief Lending Officer, establish daily, weekly, monthly, and quarterly business development, sales, and referral goals. Develop a marketing plan utilizing effective sales techniques that will generate additional new commercial loans. Maintain personal accountability for sales and service standards and for meeting business development, sales, and referral goals.
• Implement tactical plans that focus our relationship selling effort to manage our most profitable customers in the community. Identify opportunities to deepen our relationship with customers that have a minimal relationship but offer upside potential and aggressively sell to this customer base. Identify clients who are not profitable and aggressively manage the relationship to be a more profitable one.
• Actively call on new and prospective customers, exploring needs and cross-selling and recommending bank products and services that are in the best interest of the customer and that achieve their financial objectives.
• Actively profile customers to ensure strong understanding of the total customer financial picture.
• Ensure thorough knowledge and understanding of compliance and regulatory issues relating to loan policy and procedures (i.e., CRA, Fair Lending, etc.) evidenced by appropriate application of these regulations in day-to-day operations.
• Demonstrate the highest level of professionalism, efficiency and customer service when resolving the most difficult customer issues.
• Understand and maintain a thorough knowledge of Central Bank’s services, operations, and organization; communicate this understanding to others when appropriate and refer inquiries and correspondence to the proper department or individual.
• Attend all required training.

ADDITIONAL DUTIES AND RESPONSIBILITIES:

Assist others as needed.

May be assigned other duties and responsibilities. May be assigned work or training at other assigned locations.